Tellers versus Sellers. Hi, welcome to today's video sales tip. My name is Chuck Morgan. You know there is a fine line between being an average sales person in RV Sales to being a true top producer in RV Sales. One of those fine lines is the difference between being a teller and being a seller. Tellers of sales simply give out information. They are not much more than a walking brochure. Sellers on the other hand, gather information from the customer. This helps to assist the customer's needs properly and the reason that they want in RV to begin with.
Having this type of information is important to our ability to close. Tellers leave decisions up to the customer which only opens everyone up to reflex objections. Sellers on the other hand, speak with conviction and belief and earn the customer's trust. They also earn the right to ask for the customer's business. Tellers simply presents features. Telling the customer about all the stuff that an RV has on it and how great it is. Sellers on the other hand first determine what's important to the customer then align the RV's features with the customer's needs by pointing out the benefits to the customer.
Try this word track next time and watch what happens. Mr. and Mrs. Customer there are probably a million things that I can tell you about this RV, but let me ask you, what's important to you. Well, we will talk about a time saver for you and the customer. Many times your customer will thank you just for asking this question, because they have been to other dealers where all they do is tell them how great the product is and forget about the most important part of the sale, the customer.
Tellers in sales avoid hard hitting question so that they can avoid objections for the fear that they won't have the answers. Top sellers, however, risk rejection and did for objections. They have no fear of asking the necessary questions knowing that they might get an objection. Sellers understand that without objections we don't have anything to close on. When all the objections are gone, we have a deal.
Tellers try to win by sharing their knowledge. Sellers win by focusing on the customer's 'Why.' Why do they want an RV to begin with? The true emotional reason for a customer's wanting an RV. What's the customer trying to get away from or pursue? You see, we all do things for one of two reasons, to avoid pain or move towards pleasure. That's it.
Tellers have the tendency to be reactive and ask questions like, why, at the wrong time or worse yet, with the wrong type of customer. Sellers on the other hand are highly proactive in the selling process and in the conversation. Sellers are always listening proactively for the hidden clues and objections that are the reasons that the customer believes that they can't buy today.
Tellers want structure and stability in their careers. Sellers, however, accept uncertainty in sales as the norm and don't let it affect their purpose. Tellers simply identify the customer needs. Sellers on the other hand identify those needs and then intensify those needs by showing on RV who is going to solve a problem or move towards a goal. This helps build emotions and excitement and it helps the customer to make a buying decision. Tellers wait for the customer to come on to the lot and they complain if there isn't enough floor traffic. Sellers on the other hand come to work to work, they don't come to work to wait. Sellers actively pursue business inside and outside the store by consistently looking for repeat in referral business. So the choice is yours which do you want to be, a teller or a seller until next time my name is Chuck Morgan. Thanks for watching and remember, to sell on purpose.
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